When it comes to sales, strategy is everything! Your customers may come to you with a specific need in mine, but with the right B2B telemarketing services and strategies, you can quickly convince them they need more. Before you even start making calls, it’s critical to understand what questions you shouldn’t ask to avoid killing the sale before you even get a chance to hook your customer.
Budgets Are Your Enemy
In many situations, your customer has a budget in mind. They know how much they want to spend on a particular product or service. Think about when you take a trip to the grocery store. You may have your list and know approximately how much those items will cost. As you stand in the checkout line, you notice the candy bars, gum or magazines strategically placed to tempt you while you wait. While you may not buy something every time, chances are there has been at least one time you’ve added one or more of these items, even if it was outside your budget. Your B2B lead generation services can produce similar results.
Don’t Ask
In order to make your customers feel more comfortable, you may be tempted to inquire about their budget. However, this is the last question you should be asking as a sales professional. Instead, it’s important to get a feel for which solution would best meet their needs, helping them better run their own business. When you are able to determine their need and connect it with one of your solutions, you can work on selling them on the idea they absolutely need what you have to offer. When your B2B telemarketing services are able to create that strong sense of want, you increase your chances of making the sale, regardless of what budget was originally set by the company, all without asking how much they can spend.
Create a Sense of Value
When your customers see value in your products or services, they will think less about how much it’s going to cost them and focus more on how much it will help them succeed. It’s up to your sales team to promote your products and services in a way that instills a sense of value. It’s up to you to help the person on the other end of the line reach the point where they really want your product or service because it will make their life easier. Once you reach that point, your chances of making the conversion are high.
B2B lead generation services understand the importance of making a sale to your customers. They also know which questions they should ask and which ones should be left off the table at all costs. Any discussion of a customer’s budget is best left out to ensure you can establish value and make the prospective buyer want what you can offer.
If you’re looking for B2B telemarketing services to help you handle your sales calls, contact us. We can provide the services you need to increase your conversion rate.